Do You Dare Throw Away The Script And Start A

Do You Dare Throw Away The Script And Start A Conversation!

Stop the sales pitch and start talking and listening to your customer. Its an amazing feeling, says Helen Robinson, when you feel the rapport, that mutual trust youre building with the customer.

My first experience in sales was in telemarketing. I was so scared that to this day I cant remember what I was selling. The sales trainer told me to read the script and all would be fine. I found a nice secluded corner desk where no one would hear me and dialed my first lead. I introduced myself and started to read the script I was given. I thought I was doing fine until the gentleman asked me a question. You cant do this to me; my trainer didnt say anything about questions; there are no questions in the script! Of course I didnt voice this out loud; I just broke out in a sweat, lost my place in the script and felt my throat closing. Since he had no idea who I was, thank heaven, I just hung up the phone. Silly wasnt I?

At that moment I decided I needed a new mindset. The person on the other end doesnt know me. The only reason they will speak to me is because I sound warm, friendly and polite and if I ask a...